Explore our latest insights.

How to Sell an Expensive Product: 5 Ways to Win Against Lower-Priced Competitors Selling an expensive product requires you to establish why the buyer prefers your solution, understand the competing offers, and connect your higher price to differences the buyer actually values. You also need to know whether the buyer is ready to make a ...

Sometimes we deal with people in the sales process that have the power to say no and not really the power to say yes. And when we encourage those people to engage with us, we want to use things like choice closes.

We all know that leads go stale and leads have shelf life, but different types of leads have different expiration dates.

People are less interested in what you do and more interested in how they get to use it. So focus on how your prospect would actually use your service after they purchase as part of your pitch. 

Great pitches aren't descriptive, they're transformative.

Instead of writing an email, waiting for a response, writing the second, waiting for a response, why not write all five at once?

Resist the temptation to jump into the details on their project for at least the first 15 minutes of your meeting.

We spend so much time trying to build a message that will be filled with value and benefit. The problem with those messages is they're all focused on the brain, which is not the place I want to be when I'm prospecting. 

Are you struggling with filling your calendar with great meetings?